esc montpellier course syllabi groupe sup de co ... - HUBRUSSEL.net

COURSE MATERIAL
ESC Montpellier Course Syllabi
Techniques of sale (TVE311ESC)
GSCM – Montpellier Business School – ESC Programme course syllabus - 20082009
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Students have access to the e-learning platform to download and prepare the courses and the slides presented in class and to prepare the
homework due for each session. They can access an electronic forum to ask questions and receive answers from the professor.
Students also have access to the online library to read the textbooks or chapter due for each session.
They benefit from additional information available on line and in the library.
The main material used in this course are the following:
- The slides presented and discussed in class : pedagogical notes and exercises are available on the e-learning platform. Students will
read the content of the theoretical course before each theorical classes. The practical classes are dedicated to exercises, individual or
collective, under responsibility of the teacher.
- The Textbooks
The following textbooks are not compulsory. However, they can constitute an effective complement in the theoretical approach of the
course.
o Moulinier R.(2000), Les techniques de la vente, Editions d’Organisation
o Machuret J.J., Deloche D., Charlot d’Amart J., (1993), Commerciator, InterEdition
o Buzan T., Israel R. (1996), Vendre, la méthode Buzan, Editions d’Organisation
COURSE CONTENT AND TIMETABLE
Session Topic
Sales preparation : challenges and discovery
planning
2 Sales meeting : introduction, meeting
handling, the discovery stage
3 Sales discourse : adaptation to motivation and
cortical inclinations
Duration (h) Obligatory readings and pre-course homework
2 Course on the e-learning platform
2 Course on the e-learning platform
4 Course on the e-learning platform
4 Typology of objections and their responses 4 Course on the e-learning platform
5 An essential element : the price.
Discourse and responses
Techniques to conclude.
6 Sales meeting simulation
(teamworks)
7 Continuous assessment: the review of the
sales meeting
Total duration 24h
TEACHING APPROACH/ INSTRUCTIONAL METHODS
4 Course on the e-learning platform
4 Course on the e-learning platform
Exercises
4 Course on the e-learning platform
Exercises
A WORD OF ADVICE
To prepare for each session, students have to read the slides that will be presented in class, as well the chapters indicated as obligatory
reading. They will also have to finalise the required homework and to hand it in at the specified deadline.
During the class, students must actively participate to the discussions of theoretical concepts and examples, giving their motivated opinion.
They also have to get involved in analysing and solving the case studies presented and discussed in class. An active contribution from students
will enrich the pedagogical process, providing additional information to the issues presented and discussed in class.
ASSIGNMENTS